TL;DR: Settings → Team for users and roles. Settings → Engagement Stages for the Cool / Warm / In-market / Hot threshold tuning. Both rare-edit, both important when you set them up right.
Team
Adding a teammate
Settings → Team → + Invite member:
- Email — they'll get a magic-link invite
- Role — Admin / Manager / Operator / Viewer (see below)
- Default audience visibility — which audiences are visible by default to this user
Roles
Role | Can | Cannot
**Admin** | Everything | —
**Manager** | Edit ICPs, Personas, audiences, signals; invite Operators / Viewers | Manage billing, delete workspace, manage admins
**Operator** | Run actions on records, build audiences, push to destinations | Edit ICPs / Personas / signals at the definition level
**Viewer** | Read-only access to records, audiences, Insights | No write operations
Most workspaces have 1–2 Admins, a couple of Managers (GTM leads), and a larger pool of Operators (SDRs, marketing ops).
SSO
For workspaces on annual contracts, SSO is configurable:
- Google Workspace
- Microsoft 365
- Okta
- Custom SAML
Settings → Team → SSO → Configure. Once SSO is set up, invites still go through email-magic-link; the magic link redirects to your IdP.
Removing a teammate
Settings → Team → row → Remove. Their access revokes immediately. Audiences and ICPs they created remain; ownership transfers to the Admin who removed them (audit-able).
Engagement stages
The Engagement Score (0–100, computed per record from signal recency + source weight + ICP-fit) is bucketed into four named Stages:
Default thresholds:
Cool 0 – 39
Warm 40 – 64
In-market 65 – 84
Hot 85 – 100
Settings → Engagement Stages lets you adjust the thresholds. Two patterns:
- Default thresholds — work well for most workspaces. Don't change without data.
- Workspace-tuned thresholds — after 4+ weeks of outcomes, the Insights page shows where reply rate jumps. If your Hot band converts at 14% but In-market at 12%, the threshold between them is too high. Lower the Hot floor to 80, see what happens.
Editing thresholds
Sliders on the Engagement Stages page. Constraints:
- Each band must be at least 5 points wide
- Bands must be contiguous (Cool ends where Warm starts)
- Cool always starts at 0; Hot always ends at 100
After save, all records re-bucket within seconds. Audiences that filter on Stage update too.
Renaming stages
Default names are Cool / Warm / In-market / Hot. You can rename per workspace (e.g. "Frigid / Lukewarm / Engaged / Burning"). The renaming applies everywhere — Insights, Records, Audience conditions, Destination field mappings.
Custom stages (advanced)
Beyond 4 stages: + Add stage. Up to 7 named bands. Useful for workspaces that want finer granularity (e.g. "Cool / Warming / Warm / Engaged / In-market / Pre-Hot / Hot"). Custom stages have all the same downstream behavior — they show up in Audience conditions, destination mappings, and Insights.
Notification preferences
Settings → Team → row → Notifications. Per-user, configures which events trigger notifications and which channels (in-app, email, Slack):
- New Hot lead enters my audience
- Audience daily / weekly summary
- Credit balance below alert threshold
- Connection error on a connected source / destination